Account Management Specialist - Senior

We are looking for a talented Account Management Specialist to join our team in Sales in the surrounding areas of Salt Lake City, UT.

In this role, you will make an impact in the following ways:  

• Sales and Service Activities - Conducting sales activities, providing customer service, and ensuring customer satisfaction.
• Customer Relationship Management - Developing and maintaining a strong relationship with existing customer and identifying opportunities to introduce new products and services.
• Communication - Timely responsiveness to customers and internal stakeholders.
• Accountability - Ensuring on-time delivery and upfit quality through cross-functional collaboration and communication. 
• Business Development - Identifying and pursuing new business opportunities to expand product portfolio offered.
• Health and Safety Compliance - Ensuring all activities comply with health and safety regulations.
• Market Strategy Implementation - Developing and implementing market strategies to meet sales targets and objectives.
• Profitability Management - Managing account profitability by meeting revenue goals and controlling expenses.
• Customer Solutions Development - Working with customers to understand their needs and developing tailored solutions.
• Reporting and Budgeting - Preparing sales reports and managing budgets to track performance and plan future activities.

Responsibilities

To be successful in this role you will need the following: 

• Communicates effectively – Tailor messages across formats and audiences to clearly convey intent, align stakeholders, and address customer and internal needs with clarity and impact. 
• Customer focus – Build trusted, long term customer relationships by anticipating needs, delivering customer-centric solutions, and consistently advocating for customer success. 
• Ensures accountability – Set clear commitments, track progress, and hold yourself and others responsible for delivering on agreed outcomes. 
• Instills trust – Demonstrate honesty, integrity, and authenticity in all interactions to earn credibility with customers and internal stakeholders. 
• Articulating value proposition – Clearly explain and demonstrate how products and services solve customer specific problems, differentiate from competitors, and deliver measurable value. 
• Channel awareness – Understand industry dynamics, routes to market, and channel roles to position solutions effectively and advance business objectives. 
• Pricing strategy – Collaborate cross functionally to develop pricing that balances customer value, competitive positioning, and business profitability. 
• Account planning – Define clear account objectives, assess current state performance, and track progress against targets to drive disciplined execution. 
• Adapts to target audience – Translate complex technical or business concepts into clear, relevant insights that different audiences can understand and apply. 
• Developing account strategy – Assess relationship strength, financial performance, product competitiveness, and service quality to define achievable future state goals aligned with business strategy. 
• Integrates customer perspective – Embed customer insights into sales messaging and solutions to improve relevance, drive adoption, and increase revenue. 
• Sales forecasting – Analyze internal and external data, validate against historical trends, and produce accurate forecasts to support planning and decision making.
• Sales pipeline management – Proactively manage pipeline health, prioritize high impact activities, and adjust strategy to ensure consistent progress toward sales goals.

Qualifications

Education, Licenses, Certifications: 

• College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience: 

• Significant level of relevant work experience, including previous customer and/or product experience required. 
• Purchasing/commercial contract negotiation preferred.

Additional Information:

• Location: Position may be performed in surrounding area of Salt Lake City Utah.
• Account Management: Oversee a strategic portfolio of strategic industrial accounts including construction, mining, agriculture, and oil and gas accounts.  

Relevant Experience in the following areas is preferred:

• Software-based sales and business tools (i.e. Salesforce, BMS, COLS, COMS, Teams, etc.)
• Technical aptitude and desire to learn about various types of Industrial Equipment 
• Ability to analyze data using Excel
• Experience with equipment manufacturing businesses 

About UsCummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.